Effective negotiation is essential to the success of any law practice. This handbook is designed to help lawyers sharpen their negotiating skills for the challenges they face every day in their professional life. By following the practical principles and tactics outlined in the guide, the reader should discover how to get what they want out of negotiating sessions, consistently. The authors proceed step-by-step through: tailoring an effective negotiating style to fit your own personality; bargaining effectively and seizing control of the negotiation; using "surprise" as an effective negotiation tactic; counterattacking your opponent's position; successfully closing the deal; handling setbacks that are bound to crop up; preparing for and negotiating the business deal; mastering the negotiation of a lawsuit settlement; and more.

Negotiation Strategy for Lawyers

Frascogna, Xavier M.

Hetherington, H.

Rules & Procedures

PRENTICE/HALL

<p>Negotiation is by far the most frequently used device to resolve conflicts and claims. This book combines a lawyer's legal training and experience with keen interpersonal skills that achieve tangible results. The Lawyer's Guide to Negotiation dispels some long-held negotiation myths while offering lawyers a consistent and effective approach to establish a framework for any bargaining challenge.</p>

The Lawyer's Guide to Negotiation

Frascogna, X.M.

Law Practice

American Bar Association]

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